Handling Objections - 'Agents Just Want Listings'

By
Real Estate Broker/Owner with C21 The Harrelson Group / C21 Charleston Expert Advisors

Agents are just looking for listings…I want an agent who is going to sell my home

 

This is a common complaint amongst sellers looking to list their property with an agent. Here is a simple role play that can help you move past this objection and win that appointment.

 

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Role Play:

 

Seller:

"Look, I don't know what I'm going to do because I know how you agents are. You all are just looking for listings." And you get the listings, all that everyone focuses on, then you get it in the MLS and somebody else does all the work and gets it sold. I'm really looking for an agent that's going to sell it.

 

Agent:

Yeah absolutely. So on this Greg, I appreciate you being open and transparent with me on your feelings. It sounds like in past you've had some bad experiences with agents, has that been the case?

 

Seller:

I've sold a few properties and a few times the agent just sat on it, didn't do anything. I need an agent that's going to work for me.

 

Agent:

I completely understand. I'm just curious, if I were to sell your home, where are you moving next?

 

Seller:

I'm moving to Atlanta.

 

Agent:

Okay great. Moving to Atlanta, and how soon are you looking to get to Atlanta?

 

Seller:

Well I've got a job transfer. I need to be there in 60 days.

 

Agents:

Okay. So we need to get this property under contract within 45 to 60 days for you to be moved in. Does that sound about right?

 

Seller:

Yes, I think so.

 

Agents:

Well Greg, I'd like to meet with you because I want to go through the steps that we're taking once we do get a listing to make sure that we're generating the most amount of activity, the most exposure on a property so we can get it sold. I can guarantee on my end, I'm going to be spending my time, my energy and marketing dollars behind the property to get the property sold. Unless it sells, I just wasted all of your time and all of my time. So my goal is to get a property sold, not just put it on the market. So what I want to do is meet, go over exactly the steps I'm taking on this side to get a property on the market aggressively. Get in qualified buyers, generate the highest offers and get it under. Would you have any availability tomorrow afternoon at 2:00 or the next day at 3:00 to go over exactly what I'm doing?

 

Seller:

Okay, I can meet with you. I just want to make sure I understand what do you do to sell homes? What are you going to do?

 

Agents:

That's why I want to get together with you because I want to sit face to face with you, go into my marketing strategy of what steps I'm taking. Just curious, what's the most important thing that you're going to be thinking about when hiring the next agent? What's most important on the next agent you hire?

 

Seller:

I mean, somebody that's going to go out there and find a buyer, you know? I want more than listed in the MLS.

 

Agents:

Okay, so if I can share with you how I'm going about finding buyers and you're confident that I'm the guy who can go out there, work hard for you and bring a buyer, I assume you would consider moving forward with me tomorrow when we meet, right?

 

Seller:

If you've got a plan, I would consider that.

 

Agent:

Okay perfect, let's meet tomorrow. Let's go over my plan and then we can take the conversation from there.

 

Seller:

Okay. Sounds good.

 

Agent:

I'll see you tomorrow at 4 o'clock.

 

Seller:

Sounds good, I'll see you then.

 

Handling objections is an important part of selling real estate. When a seller objects to something you have offered, it only means that further discussion is required.

 

If you want to Mastery Objection Handling, you need to check out our Objection Handling Mastery Course.

 

When you master the art of objection handling, your income with increase instantly.

Comments (2)

Sham Reddy CRS
H E R Realty, Dayton, OH - Dayton, OH
CRS

Great dialog summary! Thanks for sharing!

Handling objections is an important part of selling real estate. When a seller objects to something you have offered, it only means that further discussion is required.

Dec 25, 2020 03:57 AM
Greg Harrelson

Thank you for the feedback. When we get better at the dialogue, our business can grow

Dec 25, 2020 08:47 AM
Richard Weeks
Dallas, TX
REALTOR®, Broker

Great information, thanks for sharing.  I hope you have a great day.

Dec 26, 2020 02:33 AM

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